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Sales Strategy

  • ISM Leader: Ruta Misiunaite - Two sales promotions since joining the ISM
    ISM Leader: Ruta Misiunaite - Two sales promotions since joining the ISM Institute of Sales Management Recorded: Sep 24 2018 4 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Stella Round - My department is accredited by the ISM
    ISM Video: Stella Round - My department is accredited by the ISM Institute of Sales Management Recorded: Sep 24 2018 10 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • ISM Video: Paul Blair - My Biggest Challenges in Sales
    ISM Video: Paul Blair - My Biggest Challenges in Sales Institute of Sales Management Recorded: Sep 24 2018 5 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • Why We Should Invest into the Business of Listening
    Why We Should Invest into the Business of Listening Deb Calvert and Dana Dupuis,CEO ECHO Listening Profile Recorded: Sep 21 2018 45 mins
    Everyone knows that Speaking + Listening = Communication, yet most of us put a much greater value and focus on speaking than we do listening. As sales professionals, this can be a costly decision.  
    Our guest, Dana Dupuis, owner of the ECHO Listening Profile, has spent decades building effective sales teams by teaching people the simple, yet difficult skill of listening.
    By attending this webinar, you’ll learn the four primary ways we listen, what your listening preference is and how to improve your listening habits.
  • ISM Video: Andy Matthews - Why I took an ISM Qualification
    ISM Video: Andy Matthews - Why I took an ISM Qualification Institute of Sales Management Recorded: Sep 21 2018 6 mins
    The ISM is a not-for-profit membership organisation representing sales professionals in the UK and internationally. By supporting sales executives, managers and leaders in their careers, and by improving professional sales standards, we benefit our members, their organisations and, ultimately, the wider economy.

    We advance the reputation and effectiveness of our members by providing them with a range of benefits, including access to OFQUAL-recognised sales qualifications, professional networking opportunities, industry-leading awards, and practical information and advice.

    Whether you’re new to sales or an experienced professional, the ISM will support you throughout your sales career.

    •To Register to ISM Updates, click: https://bit.ly/2wIx066
    •To Register to ISM Webinars, click: https://bit.ly/2PYcDeh
    •For more information about the ISM, click: https://bit.ly/2LX3sYa
    •For more information about ISM Membership, click: https://bit.ly/2PC5KOv
    •For more information about ISM Qualifications, click: https://bit.ly/2wKpN5U
  • How To Get More Customers
    How To Get More Customers Peter Strohkorb Recorded: Sep 11 2018 54 mins
    B2B Sales and Marketing Specialist Peter Strohkorb describes why and how every business now needs to apply push and pull selling techniques in order to win more customers.
    Peter will reveal the ten Action Items you need to have in place to be successful.
  • Help Your Prospects Love You Again Using Intent Data
    Help Your Prospects Love You Again Using Intent Data Mike Madden, Demand Generation Director, Marketo Recorded: Sep 6 2018 44 mins
    How do you identify who and when prospects are interested in your services. You probably have a database of thousands of ‘dead’ leads. How do you find those still interested in hearing from you and get them to love you (again) with content that’s relevant?

    Watch Bombora's Millie Resnick and Marketo’s Mike Madden, Director of Demand Generation, as they break down how intent data can help you find prospect love again among new and ‘dead’ leads, and prioritise them for sales.

    Get the inside scoop on the real results that Marketo has generated from campaigns that:

    - Reactivated previously un-engaged database leads
    - Prioritise the right leads and accounts for sales
    - Create an omnichannel brand experience across digital channels
  • Real World IoT Podcast | Ep. 19 | ft Sigfox | Cusp of the IoT
    Real World IoT Podcast | Ep. 19 | ft Sigfox | Cusp of the IoT 151 Advisors | Christian Olivier | Ken Briodagh Recorded: Sep 5 2018 32 mins
    On this week’s episode of the Real World IoT Podcast, host Ken Briodagh discusses where we are seeing growth in the IoT industry with President at Sigfox, Christian Olivier.
  • AI-Powered Opportunity Management from Aviso
    AI-Powered Opportunity Management from Aviso Michael Lock Recorded: Sep 5 2018 23 mins
    Aviso is announcing several new AI solutions that improve win rates and lead to more closed deals. Watch this webinar to learn how our customers are leveraging our 90% accurate AI-powered Win Scores and Insights to take control of pipeline and drive more revenue and better, more predictable outcomes.
  • Insights to Action- Scale Account-Based Marketing Success
    Insights to Action- Scale Account-Based Marketing Success Jim Regan Recorded: Sep 5 2018 32 mins
    Join us as Jim Regan, CMO and Co-Founder of MRP, discusses how Account Based Marketing and Predictive Analytics are converging to deliver actionable triggers that transform your customers’ experiences forever.

    Jim will share his perspectives on why utilizing machine learning to make predictions on prospects’ buying patterns and using those predictions to inform your content strategy has shown greater results and how to turn these insights into a scalable ABM campaign.

    Here’s what you’ll learn from this webinar:
    • Why predictive analytics should inform and operationalize your ABM strategy
    • How MRP closes the loop on integrated ABM strategies so clients can identify and replicate high performing tactics, all on a global scale.
    • How centralized insights can enable a consistent content strategy by target account

    Register now!
  • ISM Webinar: The Art of Sales and Management
    ISM Webinar: The Art of Sales and Management Laurence Winmill, ISM Fellow Recorded: Sep 4 2018 50 mins
    I keep saying to business owners, C-Suite Executives, Managers and Employees that nothing happens in business until somebody sells something.

    That’s the message of this webinar. Great organisations are those that understand people, create and adapt process and manage with empathy and leadership that inspires everyone in the business to work, breathe and share the core values that underpin everything the brand stands for.

    Sales is all about people and the messages focus on why selling is an emotional experience and the essential human characteristics needed to be successful. It’s not about glittering CV’s or past reputation it’s about what you believe and how persuasive and authentic your messages are during your conversations between you and the client.

    However, structure and processes that keep the business on track are an important part of any organisation’s success and having the right leaders in place that understand people and live and breathe the visions and values of the company is an essential part of the machine.

    Great people, processes that work and inspired leadership is what this webinar is all about.
  • CRM at Amstore Innovation
    CRM at Amstore Innovation Praddy Vela, Commercial Director at Amstore Recorded: Sep 3 2018 3 mins
    Praddy Velas, Commercial Director at Amstore explains how Workbooks CRM has helped Amstore
  • How Technographics Help You Find and Close Business Faster
    How Technographics Help You Find and Close Business Faster Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data Recorded: Aug 29 2018 42 mins
    More and more sales and marketing teams are using technographic data to identify prospects that are 50% more likely to convert into closed/won revenue. Everyday, successful teams are experiencing how install base data is helping them target the right accounts, identify new prospects, and shorten sales cycles.

    In this webcast, we’ll reveal the top 6 revenue generating use cases for technographics including:

    - Improved Prospect Selection that keeps sales teams focused on the right opportunities.

    - Accelerated Demand Generation that connects the right prospects with a relevant message

    - Increased Sales Pipeline that grows your total available market from 3-5x.

    Register for this webinar today and learn how to leverage technographics to drive more successful outcomes for your sales and marketing teams!
  • Building A Revenue Machine: Strategies To Align Sales & Marketing
    Building A Revenue Machine: Strategies To Align Sales & Marketing Meridith Elliott Powell, President MotionFirst Recorded: Aug 28 2018 42 mins
    Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
  • Sales Legends Series - An Interview with Tom Ziglar
    Sales Legends Series - An Interview with Tom Ziglar Deb Calvert with special guest Tom Ziglar Recorded: Aug 28 2018 46 mins
    Join Deb Calvert as she interviews Tom Ziglar. Tom has had the rare privilege of spending his entire life surrounded by world-class leaders, innovators, and motivators. Family dinner included the presence of the world’s TOP motivator, his father, Zig Ziglar. As a result, Tom’s arsenal of experience and information is absolutely unparalleled.

    As CEO of Ziglar, Inc., Tom Ziglar carries on the Ziglar philosophy: “You can have everything in life you want if you will just help enough other people get what they want.”
  • Sales Leadership Series: How to Engage, Captivate, and Entertain any Audience
    Sales Leadership Series: How to Engage, Captivate, and Entertain any Audience Bill Gusmano, GM (Americas), Eric Doyle, Senior Consultant, at Quadmark Recorded: Aug 28 2018 60 mins
    Whether you are connecting to customers over the phone, through a webinar, or face-to-face, your ability to engage, captivate and entertain your targeted audience is key to differentiating your message and offering from the dozens of others contacting you customer. And lets not forget, while engaging, captivating and entertaining your customer, you need to described the impact your offering will have on your customers business; after all, we are talking about sales calls. Join our webinar to learn a proven model of making your sales communications interesting, impactful and memorable.

    About the presenters:
    Bill Gusmano is the General Manager, Americas for Quadmark. Bill is an accomplished professional with over 25 years experience in Channel and Direct Sales Management, GTM Strategy and Solution development. Bill has expertise in the delivery of IT consulting, infrastructure design and management, enterprise system integration, application development, managed services, and outsourcing/off-shoring. He has held senior positions in Sales, Professional Services, Alliance Management, Strategy and Market Development, at CM-NYC, MicroAge, Pinacor, Omnitech (now CIBER), Keane, and CA.

    Eric Doyle is a Sr. Consultant who engages companies of all sizes in the development of sales and marketing strategies to accelerate revenue growth and brand awareness. With 30+ years of working for and with companies like Intel, Hewlett Packard, Dell, Microsoft, VMWare and others, Eric has extensive experience in all verticals with an emphasis in Financial Services and Public Sector. A natural story teller, Eric understands how to communicate business value through the application and use of technology.
  • Boost Sales Productivity & Minimize Customer Effort: The Role of E-Signatures
    Boost Sales Productivity & Minimize Customer Effort: The Role of E-Signatures Omer Minkara, Vice President and Principal Analyst (Aberdeen Group). Mark Greenaway, Sales Director (Adobe) Recorded: Aug 23 2018 56 mins
    Aberdeen’s research shows that, on average, sales teams only attain 55% of their annual quota.

    Even those that get close to achieving their sales goals say that attaining their goal while improving profitability is a challenge. This is where e-signatures come into the picture.

    Best-in-Class companies leverage e-signature technology to eliminate clunky, manual steps in the sales process, removing inefficiencies and increasing closed deals, revenue growth and customer experiences.

    Join this webinar to learn:
    • Top challenges in managing modern sales processes
    • The ROI of e-signatures
    • Building blocks to maximize results from e-signatures
    • Real-life examples of transformative results from e-signatures
  • Sources of Competitive Advantage – New Perspectives of B2B Selling
    Sources of Competitive Advantage – New Perspectives of B2B Selling Alison Hodivala Recorded: Aug 23 2018 29 mins
    It is widely recognised that the nature of business to business selling is changing rapidly and significantly. Rising customer expectations and changing buyer behaviours, increased globalisation and commoditization pressures are combining to create a profession in flux, with organizations struggling to drive sales effectiveness and create long-term business value.

    During this webinar we will explore the future of business to business selling in this unpredictable environment; presenting new research in business to business sales practices and the evolving foundational behaviours that will be required to drive value and deliver competitive advantage.
  • Building A Revenue Machine: Strategies To Align Sales & Marketing
    Building A Revenue Machine: Strategies To Align Sales & Marketing Meridith Elliott Powell, President MotionFirst Recorded: Aug 16 2018 12 mins
    Marketing’s goal is qualified leads, Sales goal is to close them. Working together – the only option. Growth comes when there is strong alignment between sales and marketing. You need a team that thrives on a singular goal – working together to build a revenue machine.
  • Without Sales, ABM Fails
    Without Sales, ABM Fails Rob Israch, CMO, Tipalti; Srihari Kumar, Chief Commercial Officer, 6sense Recorded: Aug 15 2018 54 mins
    Research says that 67% of the buyer’s journey is now done digitally (SiriusDecisions). This does not go to say that sales is not involved whatsoever during this process, but what this statistic tells us is that there is a lot more research going on in the dark that we don't know about. Meaning... sales could be missing a lot of potential deal opportunities.

    Sales has essentially lost control of the buying journey since everything has started to move digital. What if we told you that you can gain your control back? What if we told you that you can get in at the right time, win more deals, and at a larger value?

    Truth be told, nobody really controls the buying journey except for the buyer, but through the right coordination, ABM can help sales and marketing teams better align with the buyer’s journey and get in the door sooner. The key is here is to develop an ABM approach and focus on the right accounts at the right time. Where does one even get started? That’s what we’re here to help you with. Building an ABM strategy with Rob Israch, CMO at Tipalti and Srihari Kumar, Chief Commercial Officer at 6sense.
  • Customers for Life: The Art of Keeping Your Best Clients
    Customers for Life: The Art of Keeping Your Best Clients Alice Heiman, Founder and Chief Sales Officer Recorded: Aug 9 2018 42 mins
    Discover how your team can:
    Wow them: Onboarding success
    Love them: Build and strengthen relationships
    Sell them: Get repeat business and upsells
    Develop them: They will become your best referral source
  • Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale
    Key Accounts: An Insider’s Look at How to Foster Relationships and Get More Sale Liz Heiman Recorded: Aug 9 2018 32 mins
    Why your Key accounts aren’t growing as much as they could be
    Understanding your current situation and relationships
    Prospecting in Key Accounts
    Building a plan to grow an account
    Leveraging your team to succeed
  • Successful Social Selling
    Successful Social Selling Brynne Tillman, CEO of Social Sales Link Recorded: Aug 8 2018 41 mins
    Successful Social Selling is founded in the ability to connect with your targeted buyers. This takes personalizing your engagement:
    1.Begin with talking about who and how you help in your profile
    2.Learn about your buyer before you connect
    3.Add a personal note to every connection request
    4.Send welcome messages with value and insights
  • 10 Tips for Crafting a Powerful LinkedIn Profile
    10 Tips for Crafting a Powerful LinkedIn Profile Beth Granger Recorded: Aug 8 2018 48 mins
    Your LinkedIn profile is so much more than just a resume.You can use it as a website, a place to share your professional brand and expertise, and you control the message. This webinar will cover:
    - Most important sections to be sure to have
    - How to develop a headline that gets you noticed
    - How to maximize little-known content areas
  • Overcoming Phone Call Reluctance: Actionable Ideas to Break Through Phone Fear
    Overcoming Phone Call Reluctance: Actionable Ideas to Break Through Phone Fear Ryan Reisert, CEO of The Sales Developers | David Dulany, Founder & CEO, Tenbound Recorded: Aug 8 2018 45 mins
    In an increasingly digital world, it seems phone is like a fading medium.

    But nothing could be further from the truth!

    The speed, customization, and focus of using the phone for gathering info, connecting with cold prospects and setting solid sales appointments have never been more powerful.

    Are you a bit stuck in the phone fear zone? Get a kick start on getting over your phone call reluctance with two veteran phone jockeys, Ryan Reisert and David Dulany, as they break down three call reluctance conquerors you can use right away to get off the screen and on the phone!
  • How to Retune Your Value Prop to Attract and Win YOUR Target Buyers
    How to Retune Your Value Prop to Attract and Win YOUR Target Buyers Alice Heiman, Founder & Chief Sales Officer w/special guests Liz Heiman & Lisa Dennis Sep 24 2018 8:00 pm UTC 45 mins
    In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by:
    Knowing your buyers
    Understanding buyer objectives
    Personalizing to the buyer
    Finding true differentiators
    Putting your value prop into play
  • How to create the self belief and self confidence to sell brilliantly
    How to create the self belief and self confidence to sell brilliantly Leigh Ashton Sep 25 2018 10:00 am UTC 30 mins
    Key Takeaways:

    This webinar is for you if you struggle with sales or specific sales activities and will open the door to understanding how you get in your own way of sales success...and how to develop a winning sales mindset that attracts success!

    Reasons to Attend:

    -Discover how your thoughts impact on your sales results
    -Learn how to identify your inner barriers...and how to eliminate them
    -Create your personal way of generating consistently great sales

    Many people feel uncomfortable selling. Part of it is to do with rejection – people saying “no” to you.

    Another part of it is to do with ethics – we don't want to be seen to be taking people's money!

    However, selling is not what it used to be.

    You can only succeed – in the long term - if you give value and help customers.
  • Selling from the Heart
    Selling from the Heart Deb Calvert with special guest Larry Levine Sep 25 2018 4:00 pm UTC 45 mins
    Sales has changed in the last 30 years. Gone are the days of manipulative and pushy sales people who rely on charm to get sales. Selling from the Heart is the new economy, where relationships matter and old-school techniques just don’t work anymore.

    In this 45 minute webinar, we’ll discuss how to not only be yourself, but be your best self and succeed!

    Selling From The Heart is about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It is not about blame but self-examination.

    You will learn….

    1.Why your value proposition is critical to opening up an effective business conversation.
    2.Why self-reflection is an important daily activity
    3.Why the best version of you is critical to your sales success
    4.Why understanding your value is a huge step in your sales success
    5.Why leading with heart will catapult you to success
  • More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities
    More Meetings with Bigger Prospects: 3 Strategies to Access Larger Opportunities Caryn Kopp, Chief Door Opener Sep 25 2018 6:00 pm UTC 45 mins
    Leaders! Join Chief Door Opener, Caryn Kopp when she shares the secret sauce for landing meetings with larger prospects. You’ll learn:
    •Which prospects are exactly right for you
    •How to create the sales message that piques interest and gets you in
    •The tactics that Door Openers® use to get meetings others can’t
  • Sales Legends Series - An Interview with Tom Hopkins
    Sales Legends Series - An Interview with Tom Hopkins Deb Calvert with special guest Tom Hopkins Sep 25 2018 8:00 pm UTC 45 mins
    Join Deb Calvert as she interviews Tom Hopkins Tom has earned the reputation of being America’s #1 “How-To” Sales Trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events.

    He perfected his selling skills during his 8-year real estate career in which he received numerous awards. In his last year selling real estate, he sold 365 homes – an average of one per day – something that was unheard of at the time and has rarely been matched.

    Since that time, he has developed and customized his proven-effective selling skills for over 350 companies. He has authored 20 books on the subjects of selling and success. Over 2.9 million copies of those books have been read by sales pros the world over. He is also the 2013 recipient of the Lifetime Achievement Award from the National Academy of Best-Selling Authors. And, he’s been acclaimed as the #1 Sales Guru 2 years in a row by Global Gurus.

    He has dedicated his life to helping sales and marketing professionals improve their communication skills and increase sales revenues.
  • How to Extend Your Sales Team Without Hiring
    How to Extend Your Sales Team Without Hiring Josh Curcio COO/Partner Sep 26 2018 3:00 pm UTC 45 mins
    - Learn where sales productivity and efficiencies are lost
    - Understand what makes an effective sales enablement strategy
    - Learn how to choose the right software to support a sales enablement strategy

    Get tips on how to fully adopt and implement this strategy
  • Leading Your Sales Team Past Fear of Rejection
    Leading Your Sales Team Past Fear of Rejection Andrea Waltz Sep 27 2018 4:00 pm UTC 45 mins
    All salespeople, no matter the industry or organization, are challenged by rejection. As sales mangers and leaders, it is crucial to identify and solve these issues rather than ignore them. You will learn specific ways to manage and support your people - not to “survive” rejection - but to thrive in the face of it increasing their sales performance and motivation.
  • Your customer journey is broken and here are three things to help you fix it
    Your customer journey is broken and here are three things to help you fix it Nevil Tynemouth, ISM Champion Oct 2 2018 10:00 am UTC 30 mins
    Key Takeaways:

    Let’s face it: There are many fragile – and oftentimes broken – moments in the customer journey.

    Departmental handoffs and changes in the channel, for instance, add complexity and threaten to derail purchases and sometimes harm loyalty.

    So how can you bridge those gaps and deliver the seamless experience your customers really want?

    Reasons to Attend:

    While the customer journey is fraught with troublesome grey areas, don’t fret. Focus on the following areas instead:

    -Awareness
    -Interest
    -Consideration
    -Action
    -Use
    -Advocacy

    This is based on our work on the psychology of consumer behaviour.

    The real customer journey, challenges you to see things from your clients and customers perspectives.

    We look at the emotional drivers and associations your consumers and potential consumers have.

    We will introduce you to the green line and what you need to do to put your customers in a positive emotional state and how this benefits your business.
  • Location data: The secret to really knowing your customer
    Location data: The secret to really knowing your customer David Bairstow, SVP Product Management, Skyhook Oct 3 2018 5:00 pm UTC 60 mins
    Where are your target customers going, and how are they spending their time and, more importantly, their dollars? Location data and intelligence – not just on how consumers are interacting with your brand but also with your competitors – is key to crafting a killer consumer experience and reaching them when and where their hearts and minds (and wallets) are ready to be captured.

    From foot traffic patterns and location visits to frequency analysis, custom venue visit analysis offers powerful, actionable insights to companies looking for a competitive edge in a crowded field. Learn how to capture new customer interest, keep older customers coming back, and boost your market share when you join this VB Live event!

    Register for free now!

    During this webinar you’ll learn how to:
    * Boost engagement with location-based consumer insights and competitive intelligence
    * Gain insight into the behavioral patterns of customers and prospects
    * Apply the best use of location data for your business

    Speakers:
    * David Bairstow, SVP Product Management, Skyhook
    * Sheryl Jacobson, Principal Consulting Strategy and Analytics, Deloitte Consulting LLP
    * Stewart Rogers, Analyst at Large, VentureBeat (Moderator)

    Sponsored by Skyhook
  • Sirius Decisions Insights:  How Data Quality impacts the Demand Waterfall
    Sirius Decisions Insights: How Data Quality impacts the Demand Waterfall John Donlon, Senior Research Director, Marketing Operations Strategies, Sirius Decisions, Chris Lynde CEO, at SaleScout Oct 4 2018 6:00 pm UTC 45 mins
    How much $ are you really losing from “bad” data in your demand gen campaigns?

    Given that the average B2B organization sees contact data double every 12-18 months, the sheer quantity of this data and its fluidity makes it very difficult for most companies to keep up. Sirius Decisions’ research shows that 10-25 percent of contact records include critical data errors that impact the day to day operations of marketing and sales teams.

    Join John Donlon, industry expert at Sirius Decisions, and Chris Lynde, CEO at SaleScout Data Solutions, for a one-hour webinar to discover:

    • Sirius Decisions insights on data quality, marketing operations, and the demand waterfall
    • How to estimate the impact of “bad” data on your company
    • Best practices in data quality processes that increase conversion rates and accelerate revenue
    • Case studies that demonstrate the revenue impact of improved data quality for companies like RingCentral, WeWork, and CenturyLink


    About the presenters:

    John Donlon is a dynamic, results-driven leader who thrives on helping organizations accelerate the maturity of their business operations. He has more than 20 years of experience in marketing operations implementing large-scale, enterprise-wide technology solutions for companies like Staples, Capital One, Wells Fargo and GE Capital to drive sustainable gains. John earned an MBA from the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill and a BA in Economics from the University of Virginia.

    Chris Lynde is a veteran of the big data industry. Under his leadership, SaleScout has become a B2B sales and marketing solutions provider recognized for data verification and accuracy, and the preferred partner for CRM hygiene, contact optimization and targeted leads. Chris is a serial entrepreneur with 35 years of experience leading startups and large database marketing divisions within public companies, including Equifax, Experian, MDC Partners and EDS/Neodata.
  • Why don’t your salespeople do what they need to do?
    Why don’t your salespeople do what they need to do? Mike Lever, ISM Champion Oct 9 2018 10:00 am UTC 30 mins
    Key Takeaways:

    Are your salespeople not feeling the love from their prospects?

    Struggling to have long and meaningful conversations on the phone? They are not alone.

    In this webinar, we will explore why you and your sales team might be avoiding the things you really need to do.

    We will look at confidence and comfort zones in a selling environment.

    You will also get an introduction to the ABCD of you, your Awareness, Bias, Comfort zone and Decision-making.

    This is a must if you and your salespeople need to know more about what makes you tick

    Discover how you might go about improving your personal performance.

    Reasons to Attend:

    To be effective, they must understand the game has changed and their approach needs to change too - discover that:

    -Self-service has redefined sales
    -Prospects need a trusted advisor
    -Meaningful conversations are key to closing
    -Close the distinction between sales and marketing

    You need to adopt it sooner than you think, as the self-service world is not going away - and your competitors know this too.
  • How to Accelerate your ABM Program Results with Enriched Data
    How to Accelerate your ABM Program Results with Enriched Data Kineon Walker, VP of Product & Marketing, HG Data | Justin Kitigawa Senior Director of Sales/Marketing Ops, HG Data Oct 9 2018 6:00 pm UTC 45 mins
    Account selection is one of the most critical components to ensuring ABM success. It determines how specific you can get with your initial outreach, the type of content you produce, and the overall effectiveness of your program. To deliver the best results, you need a data enrichment strategy to help you select the right accounts for your ABM program.

    In this webcast, you’ll learn:

    - Four different data enrichment types and how you can use them to select your accounts

    - The type of enrichment data that sales and marketing teams are using to identify accounts that are 50% more likely to turn into closed/won revenue

    - How to use data enrichment to tailor your messaging and content for best results

    Register for this webinar today to learn how you can use third-party enrichment data to select the accounts that ultimately lead to larger deal sizes, faster sales cycles and more revenue for your business.
  • What Every Sales Pro Needs to Know About AI
    What Every Sales Pro Needs to Know About AI Deb Calvert with special guest Adam Honig Oct 10 2018 4:00 pm UTC 45 mins
    Have a love/hate relationship with your CRM? Prospecting frustrations? Never enough time? Then you’re gonna love using AI in your selling. Join Spiro CEO Adam Honig and Deb Calvert to learn how AI is the ultimate sales hack that can make YOU a sales machine!

    Attend this webinar to learn how selling with AI can make your job more fun, easier, and more rewarding. You'll discover how AI:

    - Provides faster and better business insights
    - Creates reminders and updates for you and your team
    - Identifies contacts for you
    - Gives early alerts about problems in your pipeline
    - Reduces data entry

    Register today to learn about the future of selling, because the future is now!
  • Rehumanizing the Sales Process
    Rehumanizing the Sales Process Shari Levitin, CEO of Shari Levitin Group Oct 10 2018 6:00 pm UTC 45 mins
    The of the biggest challenges facing sales reps and sales leaders is the failure to effectively connect, share and listen to our customers. In this session, you will learn:

    •Anything that can be told can be asked
    •The ASK, LISTEN AND LINK method to sales
    •Leveraging first, second and third level questions will get to the heart of why people buy your product or service
    •How to listen to the emotion behind the words
    •Unpack three methods for linking what’s important to the customer and your offering
  • Scientific Secrets of Superhero Sales Managers
    Scientific Secrets of Superhero Sales Managers Carole Mahoney, Founder Oct 11 2018 5:00 pm UTC 45 mins
    This 30 minute webinar reveals best practice insights from decades of scientific research and data on:
    ●where sales managers should spend their time for business growth success
    ●how much time to spend in 3 crucial areas
    ●the power managers have over team performance
    ●what strategies and techniques to use today
  • Why is sales coaching such a misunderstood development tool?
    Why is sales coaching such a misunderstood development tool? Mike Lever, ISM Champion Oct 16 2018 10:00 am UTC 30 mins
    Key Takeaways:

    More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities.

    Increasingly, company and sales leaders are turning to coaching as a solution.

    And, why not? Executive and personal-effectiveness coaching have historically yielded great results.

    What we commonly see are sales managers and leaders who:

    -Don’t have time to coach
    -Aren’t sure what sales coaches are supposed to do
    -Don’t have access to the tools and resources that can help them get the most of coaching
    -Don’t establish a consistent rhythm of coaching conversations
    -Can’t lead a great coaching conversation

    Reasons to Attend:

    This webinar explores the clear link and transferable skills from selling to coaching.

    We will bust some of the myths about coaching and show how you can turn on your coachees (the person you are coaching) internal voice.

    We will share with you our experience of supporting new directors, managers, and supervisors taking a coaching approach by learning to ask not tell.
  • Women In Cloud: The Shared Experience of Female Tech Entrepreneurship
    Women In Cloud: The Shared Experience of Female Tech Entrepreneurship Jacquie Touma, Chaitra Vedullapalli, Terri Stephan Oct 30 2018 7:00 pm UTC 60 mins
    We live in a truly amazing time. Technology is changing almost every aspect of our lives at breathtaking speed. Advances in medicine, education, communication, and productivity have increased life expectancy around the globe and lifted hundreds of millions of people out of poverty.

    The ability to connect to people and information instantly is so commonplace that many take it for granted and now, we’ve arrived at the beginning of an era of even more profound transformation, all centered on the cloud. We’re excited to bring more opportunities through cloud computing to address issues in healthcare, the environment, cybersecurity, and underserved communities. And we’ve seen the incredible good that can come from the cloud, but with it also come challenges. For women in technology, there are increased challenges in a cloud-based world.

    Women in Cloud initiative is designed to empower female tech entrepreneurs by providing Access, Acceleration, and Actions so women entrepreneurs can take Actions every day to achieve their business goals!

    In this webinar, we will share experiences and tips for female tech entrepreneurs in building their cloud B2B with enterprise companies in a simple and predictable way. This is going to be a panel discussion with great conversation with female tech entrepreneurs in driving customer traction.

    Also, learn how you can participate in the next cohort of women in cloud accelerator to build your business with enterprise brands!
  • Agile Selling in the Age of the Informed Buyer
    Agile Selling in the Age of the Informed Buyer Richard Barkey, CEO & Founder - Imparta Nov 6 2018 11:00 am UTC 30 mins
    The team at Imparta believes that Agile approaches – which have transformed the world of software development – are hugely applicable and significant to selling and to sales team development. In this session, Richard will provide insight into how an Agile salesperson can maximise value creation and win rates, and how Agile approaches can drive superior returns from sales training, especially when enabled by technology.
  • How to Triple Your Close Ratio With Just Two Questions
    How to Triple Your Close Ratio With Just Two Questions James Muir CEO of Best Practice International and Bestselling Author of The Perfect Close Nov 15 2018 10:00 pm UTC 45 mins
    Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.
  • The personal nature of productive technology
    The personal nature of productive technology Iain Sinnott – Sales and Marketing director – VanillaIP Jan 29 2019 11:00 am UTC 30 mins
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • How to Write an Effective Sales Email
    How to Write an Effective Sales Email Niraj Kapur – Author Amazon bestseller, Everybody Works in Sales Feb 5 2019 11:00 am UTC 30 mins
    Key Takeaways:

    90% of businesses can’t write an effective email. You will learn the 5 things you must never do and the key things you must include when writing an email

    Email is the most common form of communication in business. Everyone sends emails, yet the response is getting less and less since people inboxes get clogged up. How do you stand out from everyone else?

    Reasons to Attend:

    Break up the length by having one very short sentence after any longer ones. This helps people slide through your email with ease and eliminates friction. So much sales training concentrates on technique, body language, asking open-ended questions, and more. Working on your writing might not seem as flashy or trendy. And to be sure, it’s an investment of time and money. But like any sound investment, it can impact your bottom line in rich, rewarding ways.